Business Development Manager

Job Summary

InterSystems is hiring a Business Development Manager to drive new business of InterSystems Data Platform products. This role will manage all aspects of prospective direct and partner opportunities to exceed revenue targets whilst ensuring productive, long-term and mutually beneficial partnerships. The Business Development Manager’s key accountabilities are to win new business and develop long-term revenue streams with new customers in Australia and New Zealand.

The Business Development Manager is responsible for selling InterSystems products, solutions and managed services. This person will possess a strong understanding of enterprise technology (e.g. Cloud, XaaS, Interoperability/integration, databases, analytics, IoT and AI) and a proven track record winning business with enterprise accounts and state/national government. The successful candidate will be experienced in value-based technology sales, solutions and managed services, to new customers directly and through partner channels. 

Responsibilities

• Discover, qualify and develop new InterSystems Data Platforms business opportunities.
• Develop relationships with named solution, implementation and system integrator partners.
• Develop new opportunities in both enterprise and government end user organisations. The successful candidate is required to sell software, and to establish long-lasting and mutually beneficial customer relationships.
• Build and maintain a strong pipeline of well-qualified sales opportunities of new business.
• Develop new customer relationships, engage senior decision-makers, and nurture technical, alliance and sales relationships.
• Develop and execute a sales plan/account plan to exceed revenue goals.
• Provide accurate forecasting to Regional Management.
• The ability of travel extensively in the region.
• Coordinate internal technical and non-technical resources ensure customers are successful with their InterSystems investment.
• Engage senior executives (i.e. CEO, VP Development, VP Business/Operations, CTO, CMIO, and CIO) on a regular basis to identify a strategic and tactical opportunities, detailing ‘must solve’ problems.
• Represent and promote InterSystems at conferences.
• Manage internal sales administrative/approval processes such as commercial relationship approvals, pricing approvals, contractual processes and any other such approvals required.
• The successful applicant will have entrepreneurial qualities and will develop creative strategies to increase new business through new channels.
• Partnering with InterSystems internal stakeholders (such as technical, marketing, products and business development teams) to develop compelling solutions for prospective customers.
• Other duties as directed by the Company from time to time.

Required Experience

• Self-driven “Hunter” who is driven by success and results.
• In depth experience in and understanding of enterprise sales and value-based selling.
• 5+ years related sales experience with above quota performance.
• Proven experience in developing and successfully executing against a sales plan.
• Demonstrable track record of increasing revenue through new logo, direct end-user customer acquisition.
• Excellent communication, presentation, and interpersonal skills.
• Demonstrated experience selling software solutions into diverse vertical markets.
• Good understanding of Cloud, XaaS, database, interoperability/integration, analytics IoT and AI value propositions.
• Strong problem identification and objection handling skills.
• Capable of quickly learning new technology and clearly communicating its value proposition.
• A proven closer, able to garner commitment at every step of sales process.
• Evidence of sales success through software and implementation partners.
• Excellent listening, written and communication skills.
• Able to understand business requirements and to derive equitable solutions.
• Proven ability to present effectively at C-level executives.
• Established relationships with potential contacts/partners and customers.

Desirable Experience

• Healthcare sales experience